Partner Sales Director (R-18125)

Key Responsibilities

• Drive and manage complex and strategic technical Partnership deals engaging with key business and technical contacts, understanding customers’ business and technology priorities, governance, decision, and budget processes.
• Build senior level executive relationships with partners to achieve revenue growth and partner satisfaction objectives within targeted partner prospects.
• Collaborate with internal product organisation to identify strategic opportunities with potential partners to support revenue growth.
• Create compelling use cases for potential partners. These have longer sales cycles requiring extensive pre-sales efforts to establish credibility, map out solution architecture, validate value proposition, and test.
• Prospect, qualify, negotiate, close and initiate the implementation of new partnerships and ensuring they monetize.
• Meet annual sales goals through growing existing strategic partnerships and partner acquisition where appropriate.
• Maintain consistent and accurate data in relevant CRM software (e.g. SFDC) and other sales tools to support territory, account planning and forecasting.
• Establish and maintain expertise in prospective partner use cases; participate in industry focus groups, conferences, or any other meetings for industries in which he/she is prospecting.
• Be a respected subject matter expert for Partner solutions; discuss product strategy and roadmaps in the context of market and technology trends.
• Act as the liaison between Dun & Bradstreet’s direct sales teams and the partner ecosystem to drive co-selling, joint account planning, and partner influence.
• Serve as a thought leader for your aligned industry, staying up-to-date with market trends, competitors, and emerging technologies.
• Manage internal stakeholders and enable direct sales team to position partner offerings to drive revenue.

Essential Requirements

• 10+years prior senior sales experience, selling new solutions in a consultative/solution-oriented selling environment generating significant revenue growth.
• 5+ years Partnership experience managing/selling reseller engagements
• Demonstrated knowledge of enterprise-wide business information solutions
• Ability to understand customer business models, their industry, competitors and end customer challenges
• Demonstrated success in building and executing partner sales strategies that drive revenue growth and co-sell success.
• Proven track-record of maintaining and strengthening relationships with sophisticated clients with complex solution requirement
• Demonstrated ability to consistently achieve sales targets over an extended period of time
• High aptitude to stay current and train on related technology areas
• Highly articulate with excellent influencing and business communication (verbal and written) skills and presentation skills suitable for a global corporate environment
• Proficiency in CRM software (e.g., SFDC), and Microsoft Office Suite skills.
• Show an ownership mindset in everything you do. Be a problem solver, be curious and be inspired to take action. Be proactive, seek ways to collaborate and connect with people and teams in support of driving success.
• Continuous growth mindset, keep learning through social experiences and relationships with stakeholders, experts, colleagues and mentors as well as widen and broaden your competencies through structural courses and programs.
• Where applicable, fluency in English and languages relevant to the working market.
• Willing to travel for the interest of business